Category Archives: Influential Factors – Helpful

It Isn’t the Economy Stupid

(This is the second of three posts where I will focus on employee engagement.  Subscribe to be notified of new posts!)

In an earlier post we examined a study that looked at the relationship between employee engagement and profitability.  The conclusion was that engaged employees lead to better financial performance.

What kind of impact might the slow economy have on financial performance?  To answer that question answer how the down economy has impacted employee engagement. Which of Gallup’s Q12 have been impacted by corporate belt-tightening?

Direct Negative Impact

#2 – I have the materials and equipment to do my job.  Less money invested generally means fewer tools.  Belt-tightening leads to trade-offs that impact the business in a material way.

Indirect Impact

#3 – I have the opportunity to do what I do best every day.  More work spread across fewer people invariably means that people are covering for their newly unemployed peers.  Those who remain are doing work that is unchallenging or unrewarding.

#9 – My fellow employees are committed to doing quality work.  Indirectly impacted through smaller workforce.  It’s not that people aren’t committed, more a question of “is the business committed to our success?”

#12 – This last year I have had opportunities to learn and grow.  Related to the others in this category.  When employees are focused exclusively on getting things done they have less freedom to pursue new opportunities.  Add to that management’s reluctance to take risks on people or projects.

No Impact – No Excuses. If your employees disagree with the below statements, management is to blame… get to work!

#1 – I know what is expected of me.

#4 – In the last seven days, I have received recognition for doing good work.

#5 – Someone cares about me as a person.

#6 – There is someone at work who encourages my development.

#7 – My opinions seem to count.

#8 – The purpose of my company make me feel my job is important.

#10 – I have a best friend at work.

#11 – In the last six months someone has talked to me about my progress.

If our employees are disengaged two likely outcomes occur.  First, employees give less than their level best.  Second, employees choose to leave.  In a weak economy the latter may not be as likely to occur so all that is left is for performance to drop off (which impacts your customers and ultimately your shareholders through weakened financial performance).

The pivot point is that focusing on the health and well-being of our employees leads to engagement and engagement leads to superior financial performance. Regardless of the economic environment, our role as leaders is to ensure that people know what is expected, know that we support them, and believe that we have their interests at heart.  We may not control the economy, but we can control how we treat people!

How have you stepped up to the challenge of treating people well to improve your company’s bottom line performance?

Social Media and Customer Service – Danger Ahead

Social media is making the rounds through functional areas of companies.  Companies tweet HR updates to their employees, they send sales promotions to mobile devices, and they attempt to promote products via viral marketing on YouTube.  Despite publicity to the contrary, customer service is one area that should be left out of the maelstrom.

Using social media for some aspects of customer service is a train wreck waiting to happen because:

  • Social media is too broad and not targeted. Consumers who tweet complaints aren’t even complaining to the right people.  Their complaints bounce around the Twittersphere to their followers.  (I’ll bet there are a lot of readers who are unfamiliar with the Twittersphere because, let’s face it, if NASA couldn’t find it, how can we expect the public to know its whereabouts?  Novices should link here to learn more.)  Social media, like other forms of media, focuses on bad news.  After a while the issue becomes one of noise and perception.  Can your team answer each derogatory tweet one for one?  Retractions or corrections are given very little air time.  Do the people who trash you in public also praise you in public?  And even if they do, are those words likely to be spread around as much as the negatives?
  • Social media sets unrealistic expectations around speed and quality. Would customers like being supported via social media?  Possibly.  After all, the support is faster.  But the cost required to respond to each tweet would overwhelm the profitability of any business.  All you’d need was one dagger from a pseudo-celebrity and the resulting storm could swamp a company.  And just because the medium is fast doesn’t make it valuable.  Customers are already trained to use existing methods like email and phone calls.  Consumers have expectations around how quickly someone will answer their question, or refund their money, or assist them as they purchase a product.  Becoming fast is an admirable goal, but one that comes at too steep a cost.

Despite these objections (which I classify as the wrong tool for the job) social media can help in customer service:

  • Spotting Trends. Are there particular products or services that receive negative “press”?  My same comment about H-P printer cartridges, when gropued with other similar complaints is a good way for the company to distinguish between a systemic problem and a peeved customer.
  • Seeking Input on a Topic and Creating Communities of Interest. Where should we open our next store?  Opening a dialogue to get customers feedback is a valuable way to make smarter investments.  After all, a customer willing to pay for a feature is perfect market research.  One of the more noteworthy communities in the last 12 months has been the fund-raising efforts for Haitian disaster relief.

The pivot point is to ignore specific complaints and instead align your social media customer support strategy to spotting trends and open avenues of dialogue/discourse.  Then make course corrections to smooth the bumpy aspects of your products/services.

What role should social media play in customer service?

I Want It NOW!

What comes to mind when you think about world class customer service?  For me the list includes attributes like this:

  • Easy to Use
  • Professional
  • Responsive
  • Timely
  • Fair
  • Knowledgeable

While these aspects are all true, the reality is much different.  Customers want what customers want.  (Sounds a little Zen, doesn’t it?)

And just like Willy Wonka’s Veruca Salt, they want it now!  The stark simplicity of this fact makes customer service such a challenging profession.

Customer Service Differs Between Companies – Dell customers expect a much different experience than Starbucks customers for example.

  • Over the course of several weeks you may come to know your local barista, but you may never meet the support engineer who fields your technical questions.
  • Product integration at Starbucks is whether you want a scone or a muffin with your latte.
  • Product integration at Dell may involve whether a firmware driver enables Wi-Fi communications.

Customer Service Differs Between Customers – As another example, consider that different customers of the same company have different benchmarks of world class.

  • Starbuck’s repeat customers may expect the server to remember their name and details of their lives.
  • A mother of young children may want the servers to be sensitive that little Johnny may not need a mid-morning sugar rush.
  • A business person new to the location may want the order to be filled fast.

Each of these customers holds different ideas of what world class is and the same holds true for our customers.  After all, customers want what customers want.

The pivot point is that because customers have different needs/goals our role in the customer service industry is to help our parent companies identify what those needs are and to provide for them in the best way possible.  Note that “best” doesn’t necessarily mean satisfying everyone all of the time.  But the further we are from that ideal, the closer we’ll be to Veruca Salt’s ultimatum which sounds a lot less Zen in your call center.